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The Center for Sales Strategy Blog

Fatal Sales Leadership Practices That Will Ruin You

Watch Out For These Fatal Sales Leadership Practices That Will Ruin You

Did you know that there are 397,900 sales managers in the United States?

It's expected that this number will jump by 7% each year, which is the average amount of growth in the U.S. for a profession.

As a manager, you need to ensure that your team is successful and happy. Keep reading, and we'll guide you through the fatal sales leadership practices you should avoid.

Topics: sales leadership

What's A Top Piece of Advice for Someone New to Managing a Team? Our Experts Weigh In.

Whats A Top Piece of Advice for Someone New to Managing a Team

Being a great manager is tougher than being a great salesperson.

Think back to when you were a new manager, what was one piece of advice you wish you knew back then, that you now know?

Here’s what a few of our experts at The Center for Sales Strategy said.

Topics: leadership sales leadership

Finding the Right Mentor

Steps to Finding the Right Mentor

We're used to hearing “it takes a village” when we're talking about family, but what if that “village” theory is true in business as well.

Well, it sure helps!

Finding the right mentor can help you navigate your career and give you a village of knowledge instead of going at it on your own.

Topics: sales leadership

Big Rocks for Sales Managers to Focus On

Big Rocks for Sales Managers to Focus On

In addition to resetting your priorities, recruiting and selecting the right talent, and managing people individually there’s another aspect sales managers need to focus on.

Great management begins and ends with YOU. It’s time to strategize what being a great manager looks like for yourself it's time to focus on the Big Rocks.

Topics: sales performance sales leadership big rocks

Sales Leaders’ Top Challenges: Time Management

Sales Leaders’ Top Challenges Time Management

No matter how good a product is, nobody will buy it if they have not heard about it. On top of that, sometimes it takes a skilled and informed presentation of a product for people to realize how much value it can bring to them. That is the job of the more than 13 million people who are employed in sales just in the United States!

Of course, the world of sales comes with its own challenges. One of the most common challenges that sales leaders work with is time management. Learning to manage this one area can greatly increase success and productivity.

But there is a reason that time management is one of the most common sales leaders' challenges. It can be difficult to figure out how to make it work for you. Read on to learn all about the time management techniques that can help you tackle this sales challenge!

Topics: sales leadership sales challenges

How to Build a High Performing Sales Team

How to Build a High Performing Sales Team

It's more important than ever to engage with your sales team. Sales teams that are not engaged are much more likely to underperform, experience low budget attainment, and unwanted turnover.

Data shows that less than 30% of today's workforce is truly engaged. This is especially true for end-of-the-quarter and end of the year! According to HubSpot, if a seller is disengaged and underperforming, it costs 150% of their salary to replace them.

Here are a few causes of a low performing sales team and how sales leaders can help.

Topics: sales talent sales leadership

Sales Leaders’ Challenges: Motivation and How to Motivate Your Team

Sales Leaders Challenges Motivation

Working in sales isn't getting any easier. In 2020, the majority of sales reps weren't expected to meet their sales quotas.

As the leader of your sales team, it's up to you to motivate your team to reach their targets and more. But that's easier said than done.

We've created a guide with 7 sales team motivation strategies that you can use to overcome the sales leaders' challenges you encounter as the face of your team, whether you're new to the position or on your way to becoming an expert.

Topics: sales leadership motivation

Sales Leaders Challenge: How to Effectively Manage Change

Sales Leaders Challenge How to Effectively Manage Change

As a sales leader, you can count on the fact that there will be constant change. It's all around you in technology, the economy, your team, and industry conditions.

At times, it can seem impossible to prepare for and navigate the sea of changes you face, but successful sales managers adapt and adjust, and even embrace the changes.

Whether the change is a small adjustment or a seismic shift, leaders have the ability to reduce uncertainty and smoothly maneuver the tumult of change.

Topics: sales leadership

Sales Leadership Series: Mike Searson | Vice President, Local Revenue at Corus Entertainment

Mike Searson

Being a sales manager has always been a difficult job. But we can all agree that over the last couple of years, it’s gotten a lot harder.

In this episode of the Sales Leadership Series, Mike Searson, Vice President, Local Revenue at Corus Entertainment discusses sales and executive leadership tips. He also addresses some of the top KPIs he looks at and what sales managers should be focused on in the upcoming years.

Tune in now or keep reading for a brief overview.

Topics: sales performance sales leadership

Sales Leaders' Top Challenges— Setting Clear Expectations

Sales Leaders Top Challenges — Setting Clear Expectations

As a sales manager, here’s an easy concept to get your head around: sales performance improves when sales managers set clear expectations with each salesperson.

Think about it, when sellers know what to do—and managers establish performance tracking metrics and leading indicators to monitor progress—life becomes easier for all involved.

Simply put, when life is easier for a salesperson, they perform at a higher level.

Topics: sales leadership